Issue 14 - Take the personal out of it
There were only three of us. I didn’t want to feel like a big company. If anything came up, we’d work it out.
Man, I was naive.
Issue 13 - Are You a Professional Connector?
If we are not careful, sales can be perceived a self-serving endeavor. The most successful people in any organization dominate because they build relationships well and genuinely care about others.
Issue 12 - What's Not Working List
If you are like me, you have a LONG list of things you wish worked better in your business. Not merely random thoughts of what's not working but an actual list...hard copy...of things that are less than ideal. The "list" now exists in my Microsoft Outlook Calendar. It's called "What's Not Working."
Issue 11 - Move What You Measure
Working in a small business, I have found that I can become so busy trying to make goals that I forget to stop and analyze progress. We've all heard it said "we can't manage what we can't measure."
Issue 10 - Controlling your Chaos
This time of year I become energized to organize. Starting a new year gives me a desire to re-evaluate our focus. Looking forward to Spring makes me want to clean. The normal tendency to get focused this time of year was magnified as we finally finished a yearlong project of scanning 16 years of customer files into a web-based system.
Issue 9.5 - Back to Basics - Win Back
"Gentlemen, this is a football."
At the start of each season, NFL Hall of Fame coach Vince Lombardi would enter the locker room for a team meeting, hold the pigskin in the air, and inspire the team by getting back to basics.
Vince Lombardi was intelligent enough to know that life is won or lost based on a team’s ability to consistently exceed in executing the basics.
Issue 9.4 - Can I Make You Love Me?
In the 30 years I have been working, the experience has changed dramatically. One of the biggest changes is our shift from relational experiences to transactional experiences.
The economic downturn of the last several years has made the consumer more price conscious and therefore, at times, less loyal. If we are not careful they are more likely to communicate with us in a transactional manner.
In addition, the progression of technology increase the tendency of business owners to behave in a transactional manner. As I fill in the blanks on my computer to solve a customer's needs, I need to be careful not to become an "order taker."
Issue 9.3 - You Know You're Looking
In 1997 I traveled to California to visit a tremendously successful business owner. When Greg asked if I used a time clock, I said no. I went on to explain that I didn’t want my employees to feel micromanaged. He chuckled.
Greg immediately said, “I know what you do. When your employees walk in the door, you look at your watch to see if they are on time. Which do you think is more insulting…having a time clock with keeps records in a professional manner or you checking up on them?” I looked rather sheepish and he said, “You know you’re looking.”
Issue 9.2 - Employee Termination Tips
My last newsletter was entitled, Your Weakest Link. Only a few days later I was forced to fire an employee who was not meeting job requirements. In the 30 days since the termination, our production has increased dramatically. It’s amazing how eliminating an employee that is not operating up to par can increase overall team efficiency.
Issue 9.1 - Your Weakest Link
I have spent several months training for a half marathon. Along the way I focused on pampering my feet. They seemed to be the weak link in my body. It created a good excuse for pedicures, expensive foot crèmes, etc.
Last weekend I ran 11 miles. My feet were no problem but I struggled with back pain for the first time. Throughout the entire run I was reminded that we are only as strong as our weakest link.
What are the weak links in different aspects of your life?
Issue 9 - Facebook - Financial Genius or Fixation
For three years I felt guilty every time a friend would send me a Facebook request and I would delete it. No phone call, no explanation…I pushed delete and moved on with my busy life.
Issue 8 - Four Good Quarters
Yikes. Where does time go? We are now officially half way through the year. Are you half way to your annual goals?
Issue 7 - 20 Point Day
Odds are you are either spending too much time working on or working in your business.
Issue 6 - Market to Customers First
Renowned computer gaming designer John Romero said, "In marketing I've seen only one strategy that can't miss – and that is to market to your best customers first, your best prospects second and the rest of the world last."
In the last newsletter we talked about the importance of having a marketing calendar. Marketing entails creating a proactive plan; unfortunately the customers don't come otherwise. ...
Issue 5 - Marketing Mistakes
Marketing is defined as the total of activities involved in the transfer of goods from the producer or seller to the consumer or buyer, including advertising, shipping, storing, and selling.
I made two monster marketing mistakes in my first few years as a business owner. ...Issue 4 - Determined or Disengaged?
Are you a leader that proactively sets priorities, goals and stays conscious of the impact you have as a role model? Have you designed upfront alignment by creating a business plan, employee handbook, operations manual and a customer focused culture? Have you built a team where you attract ideal employees, keep them engaged and provide them with a clear understanding of the business economics? ...
Issue 3 - What Makes You Special?
Newsletter One person said, "It is difficult to retain customers - even if I do cartwheels!"
*If I cannot articulate what makes my business unique neither will my employees!
*If my employees cannot articulate what makes our business unique, customers and prospects will not see it! ...
*If customers cannot articulate what makes our business unique, there is Zero chance of them referring others to us!
Issue 2 - Uniquely You
I received a call from a potential customer. He blurted out, "I am buying auto insurance from someone today. I am checking with several of your competitors. You have two minutes to convince me that I should do business with you. GO!"
True story. Now imagine yourself in that position. I immediately starting spitting out the features of our business that make us unique. ...
Issue 1 - AutoPilot Business
I naively thought owning my own business would provide me with more time, money and flexibility. Boy was I crazy.
I opened an insurance agency with zero customers and hired two employees. We set very specific sales goals and I promised myself a trip to San Juan if we made them. Seven months later I arrived in San Juan, I checked into the hotel and went straight to the beach. ...